ViewPoint

NOVEMBER 13, 2017

We invest about 10,000 touches to generate 50 leads. To reduce sales lead generation cost, you need to optimize the value of each prospect. They are orchestrated by our proprietary CRM (PinPoint), but executed by highly qualified business development reps. This approach yields a 5% lead rate. What Is Multi-Touch?

PointClear 319

PointClear Media Sales Qualified Leads High Quality Lead 319

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. A couple of efforts, and then it just goes by the boards.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

FEBRUARY 16, 2016

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. This collaboration is essential for companies that want to perfect their lead generation strategies. Find the Pain. Screened for a need in your product or service.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JANUARY 27, 2015

“No one likes the CRM system, so no one uses it!”. Lead Generation Sales & Marketing Management' From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation High Quality Lead Organic Leads 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). There’s This Whole Piece That Fits in Between Marketing Automation and CRM. CRM is good at forecasting, he said. These generate sales leads at a 20-25 percent rate, Chris said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). There’s This Whole Piece That Fits in Between Marketing Automation and CRM. CRM is good at forecasting, he said. These generate sales leads at a 20-25 percent rate, Chris said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

AUGUST 11, 2015

Generate Demand. Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. If Marketing wants to measure lead generation programs, it starts with: Isolating lead generation into campaigns.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

MARCH 26, 2013

CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of software. Some say that 18-20% of all B2B companies have marketing automation, and up to 80% have a CRM system. i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

MAY 23, 2017

Best case a stack of leads (virtual or otherwise) is rifled through, a few leads are cherry-picked out – and other leads are left to go into the black hole frequently called CRM. How much money could you save and how much more revenue could you generate if you understood the optimal close rate and provided sales with sales qualified leads?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

NOVEMBER 29, 2016

And, somehow, the cycle appears to be the following: CEO’s demand revenue; CMO’s crank up the lead generation machine; sales reps getting poor quality leads dumped on them; more leads are demanded at a lower cost per lead; the leads end up in a black hole sometimes called CRM. At some point it has to stop, doesn’t it?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cost per Lead 120

ViewPoint

JANUARY 22, 2016

And mangers must stop playing CRM desk jockey and get back to the basics—meeting 1:1 with their people, conducting great sales team meetings, and getting out in the field with reps. Note from Dan: If you have not already read Sales Management. Simplified. … go out and buy it.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JANUARY 21, 2014

Salespeople don’t use the CRM system, so what can I do? It isn’t the sale that’s the issue; it’s closing out the sale in the CRM system. Don’t have a CRM System? If you don’t know where to start, start with the CRM system. You must have a CRM system to make the whole reporting process automatic and believable.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

OCTOBER 16, 2012

She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

NOVEMBER 7, 2018

The measurement tools have existed for some time and are getting easier to use year by year since the introduction of CRM and marketing automation. In the past it wasn’t because people couldn’t prove the ROI, it was because it was inconvenient, and sometimes difficult; but neither are good excuses, and both are no longer barriers.

Lead Gen 221

Lead Gen ROI Spending Barriers 221

ViewPoint

NOVEMBER 19, 2013

Knowledge of marketing automation and CRM system solid. What CRM system do you have, and when will the marketing automation system be on line? What is the follow-up rate on the leads we will generate?”. Market share gains of the clients under their watch, check. References, impressive and solid; with names and phone numbers.

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 My session, “The Truth About Leads”, addressed the fact that lead generation is a basic business process that is broken in most companies. the sessions are still available on demand).

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

AUGUST 21, 2012

No business rule which mandates measuring the ROI for lead generation. All marketing lead generation programs will be measured for ROI. In companies that have a lack of sales lead follow-up, they often buy CRM software products to shore up areas of non-compliance, which accomplishes very little. No lead management system.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

MAY 1, 2013

For marketing and sales leaders, your work stream is your CRM system. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Having real-time access to simple and easy to use performance reports can play a significant role in guiding you to greater marketing success.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Following is, at a high level, what should be included in the guide: SAL lead generated via marketing, i.e. teleprospecting. Gain sales acceptance. SAL lead distributed.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

OCTOBER 18, 2011

” “They won’t use the CRM system.” ” “The CRM system is time consuming and doesn’t help me, just them.” Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software.

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). Isn’t it demand generation with a new name? And, inbound leads generate smaller deals with lower level decision makers. Fishing with nets.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JUNE 15, 2017

The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople. Twenty percent of the savings obtained from cutting the two departments went to an outside qualification service tied into the CRM system. Lead flow jumped by 300% to 400% in four weeks.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation. Customer acquisition.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

MAY 5, 2011

The core idea of RPM naturally brings to mind other approaches like CRM and ERP, both bringing strategies, applications, and integration together into unified wholes. CRM unites areas like sales force automation, lead management, customer service, and analytics.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

MAY 21, 2013

How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum? CRM is a part. What world are they living in? They spend money, but against what metric?

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. Lead Generation — Don''t Just Turn Up the Volume. Jim recently wrote, "Enhancing lead generation means, not just turning up the volume, but also maintaining and increasing the quality of leads."

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? You’ll also want to pull engagement reporting out of your marketing automation platform and CRM. Your assessment should identify weaknesses and gaps in seven key components of your flow.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

DECEMBER 19, 2012

Include goals, objectives, strategies, tactics, a lead generation spreadsheet, and a forecast for the number of inquiries and leads you need to make the revenue forecast. Sales Management : Use the CRM system yourself. Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Agree to a sales lead quota.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

DECEMBER 2, 2010

Sales management is to blame, they don’t believe in the CRM system. Our salespeople are to blame they don’t (pick one) use, believe, or like the CRM system. Teaching sales management how to use the CRM system to their advantage (training and retraining). Marketers are Builders of Wealth.

CRM 120

CRM Eye-Tracking ROI Blogger 120

ViewPoint

MARCH 13, 2012

Undoubtedly, part of the hesitation comes from not having control over the entire process from lead generation to sales closure. They learn to take big bites in lead generation with no downside consequences and yet there are large personal and professional rewards by taking a moderate risk to generate the most response.

Sales Qualified Leads 120

Sales Qualified Leads Trade Show ROI Marketing Automation Services 120

ViewPoint

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

APRIL 18, 2011

For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate. The challenge we all have is to overcome the barriers that are stopping our company from getting its rightful ROI from lead generating dollars.

Barriers 120

Barriers Blogger ROI Work Management 120

ViewPoint

FEBRUARY 28, 2012

There are many marketing managers blithely tripping along feeling confident about themselves and their accomplishments who have never proven the return on investment for lead generation. Fortunately, with few exceptions, lead generation programs always return the dollars invested—plus a handsome margin.

Budget Programs 120

Budget Programs Work Management ROI Blogger 120

ViewPoint

NOVEMBER 29, 2011

Published by CRM Buyer, the article made it into the round of finalists by winning a monthly “best article” competition this year. And the article, Coaxing Long-Term Leads to the Finish Line , is a finalist in the 2011 Top Sales & Marketing Articles category. target="_blank">.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

JUNE 30, 2015

CRM and marketing automation systems. Standardize the qualification questions. Use the same basic qualification questions in everything: All promotions. Landing pages. Business reply devices. Contact us forms. Telemarketing scripts. Some questions will differ by product. Make a decision for lead distribution.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

FEBRUARY 21, 2011

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet).

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

JULY 19, 2012

Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. ” He says there is similarity today to CRM and ERP purchasing 15 and 20 years ago: “It’s the same thing. The leads you’re generating now may likely not impact you until next year.” But all it is is a canvas.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120